According to new research from Cerulli Associates, aBoston-based global analytics firm, retirement rollovercontributions reached $321 billion as of year-end 2012.

“Financial services providers are focused on IRA rollovers towin and retain clients, and to increase assets under management oradvisement,” said Kevin Chisholm, associate director at Cerulli.“Rollovers are not just an opportunity for IRA providers. They area necessity to be successful.”

In its latest report, “Evolutionof the Retirement Investor 2013: Influencing and ­Addressing­Retirement Savings”, Cerulli examined decisions made byindividuals throughout their retirement planning lifecycle, withparticular emphasis on 401(k) plan participants, IRAs, rolloversand retirement income. The report profiles these individuals andallows firms to develop strategies aimed at capturing assetsearmarked for retirement.

“Rollovers to IRAs will continue to increase as distributionsfrom 401(k) plans increase. There is an intense competition forthese assets, and those with existing relationships have a distinctadvantage,” Chisholm explained. “But, many individuals havemultiple relationships, so multiple firms have an opportunity todemonstrate their capabilities to potential clients. Rolloverscontinue to have a much greater impact on IRA asset growth thancontributions, the report noted.

Cerulli's research finds that rollovers present an opportunityfor both IRA providers and defined contribution plan recordkeepers.Traditionally, most assets are rolled into IRAs, but Cerulliencouraged DC recordkeepers to focus on keeping assets within the401(k) market.